How To Successfully Network at an Event:

What is networking? Quite simply, it's developing business friendships. It's about meeting other business professionals and expanding your circle of influence. Widening your warm market. Helping others become successful. Networking is NOT about selling.

The best way to be successful is to practice. Get out of your comfort zone - it's okay to talk to strangers at business events! Practice everywhere you go. Smile and say "hi." You'll be surprised at the positive responses you'll receive.

BEFORE THE EVENT:

Have a goal for the event - Set a specific, realistic and achievable goal for an event, and you’ll know what results to expect. Think about how you want this event to build for you. You can set goals, such as how many new people you want to meet, or meeting specific people, such as a sponsor or speaker. Ask event organizers to make introductions.

Know who you want to meet. Before you go to a networking event, identify the types of people who will be there and make sure you want to meet them. Some types of people you want to meet at networking events:

a.    Potential clients

b.    Potential centers of influence

c.    People who represent products & services that you can recommend to clients

Understand that networking is a process. Although you can often turn a single networking event into a successful experience, you usually get the most from a group when you attend several meetings, become active in the group and begin to create a reputation. Networking is not a one-time event; it’s a process.

Go to give, not to take. A big mistake is attending an event expecting just to get, and not to give. Those who get the most from networking events are those who go looking for ways to help others. After you learn about what people need, talk about what you do and how you help people.

AT THE EVENT:

Name badge. Wear your name badge on your right so that your name is noticed when you shake hands.

Limit distractions. Turn off your cell phone during the event.

Act like the host. When you’re the host of a party, you meet everyone; you make sure they’re enjoying themselves. When you act like the host at a business event, you’ll feel freer to meet strangers.

Bring a friend – Bringing a friend can give you a huge confidence boost. Together you are more productive, can double the ground you can cover by working separately, refer qualified contacts to each other, etc.

Enjoy yourself. Relax and enjoy yourself; go in with the attitude - "let me see how I can try to help at least one person tonight". Networking is about building relationships and helping people you like. 

Meet new people. Make eye contact, smile, say hello, and shake hands. Introduce yourself and get to know the other person. Work your way around the room. Don't just look for people in your industry, as you never know who may know someone who can help you or who you know who can help this person. Don't get stuck in a long, drawn-out conversation. Make an appointment to meet later and then move on.

Make conversation:  When you meet someone, make conversation by asking them questions about themselves but don't dig too "deep." This is a time for casual conversation. Family and business are safe topics; politics is not. Keep it light, positive and energetic. Some sample questions:

a.    How did you come to be in your line of work?

b.    What changes are happening in your industry?

c.    What do you enjoy about your work?

d.    Are there things you wish you could change?

Be there mentally. Be a good listener and give people your undivided attention. 

Exchange business cards. Keep your business cards easily accessible, in a pocket or your bag. When you meet someone that you’d like to maintain contact with, ask for their business card. Write notes on it for reference later one. Do not just go around the room and hand out your business cards; only give them out if asked.

Avoid Monopolizing People - If you have talked to someone, release them after a few minutes or whenever conversation hits a natural extended pause: “Thanks for chatting with me, I appreciate your time and realize you must have many people to talk with, I’m going to… (grab another drink, meet another friend). Or, introduce them to someone else.

Make introductions. When introducing new people, give each person's name and the type of business they are in. Then be quiet and let them meet each other. After a moment, excuse yourself and move on.

AFTER THE EVENT:

Follow up. If you fail to follow up after an event, you’ve just wasted your time. Go through the cards you have collected, and send everyone an email. Set up a short appointment with those  you want to get to know better. Show them what you do so they can refer clients to you as well.

Help your new friends. Actively find a way you can help new contacts.  Perhaps you can send them qualified leads and referrals.

Ask permission. Do not put anyone on your email distribution list just because you have their card.  Instead send them an email inviting them to sign up for your newsletter.

Stay in touch: Keep in contact on a regular, systematic basis. Prospective clients can need exposure to your brand 7 times before they do business with you, so be persistent!